Exam 1: Overview of Personal Selling

One of the two well-known categories of sales support personnel is _____.

Which of the following is most accurate with respect to a buyer's expectations of salespeople?

_____ is determined by buyers' perceptions of what they get in exchange for what they have to give up.

The role of existing-business salespeople is in direct contrast to _____.

Which of the following is true of sales dialogue?

Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in preliminary meetings to define needs prior to a sales presentation or written sales proposal.

Jeff, a salesperson at Diverse Investments, a wealth management firm, educates his customers about different wealth management schemes and their advantages over traditional savings methods. Jeff also offers financial insights to customers on managing their enterprises by gaining information from various internal and external sources. In this scenario, Jeff plays the role of a _____.

Salespeople enjoy relatively good job security compared with other occupational groups most likely because:

In _____, salespeople furnish statements, questions, actions, audio/visual aids, and demonstrations from a repertoire of words and actions designed to produce a desired response.

According to a study examining the status of sales as a true profession , sales meets the professional criteria of _____ through professional organizations such as the Strategic Account Management Association (SAMA) and through a common sales vocabulary such as that found in textbooks and training materials.

Consumers who are likely to be early adopters of an innovation often rely on _____ as a primary source of information.

Which of the following is true of salespeople?

Salespeople are concerned with profitability in bottom-line terms, whereas accountants and financial staff are responsible for achieving a healthy "top line" on the profit and loss statement.

As a salesperson at Spacefast, Larry is expected to identify customers but is not responsible for generating revenue.

In recent years, marketing and sales personnel have been in strong demand for upper management positions.

Personal selling and sales promotion are both forms of marketing communications.

Who among the following are called hunters?

One of the key roles that salespeople play in society is the distribution of knowledge about new technology. In other words, salespeople help with _____.

Sales does not meet the criterion of making a significant contribution to society.

Salespeople who assist in design and specification processes, installation of equipment, and training of a customer's employees are called _____.